LinkedIn Posts
My LinkedIn posts Jan 2022 -
When coaching ambitious people, remember this.
They want productive conversations ... not just mental stimulation.
Some consultant's careers get stuck ...
Some consultant's careers get stuck, because they focus too much on their job role, and not enough on their client's business issues. IT consultants are guilty of this when they lead with a technology expertise … I'm an < SAP, Salesforce, Oracle, Azure AWS, etc
Getting business meetings in a recession.
Getting business meetings in a recession. Executives are always 'sick and tired' of something. Your job, turn that frustration into an imperative. How do you do that? 1/ Figure out what the 'sick and tired' is. Understand its impact on the executive. That might be financial,
7-day sales experiment
Instructions Sales theory is all well and good. But this is more fun and productive ... 1/ Identify a high-value, high payoff client development activity. eg. You want a better sales meetings, so experiment with: + Building rapport and trust. + Talking while sketching out a 2x2 framework. + Asking provocative questions (with precision)
Hunting NEW business for your consultancy?
Hunting NEW business for your consultancy? You could do a whole load of desk analysis. Or just cut to the chase ... For rapid results here's my #1 strategy: Deliberately connect with named executives ... in organisations that have a similar profile to ... the most productive of your key accounts.
Top performers set unreasonable expectations.
Top performers set unreasonable expectations. For themselves. And others. That’s a good thing because ... I've seen unreasonable expectations lead to: - Visionary goals that became reality. - Higher standards and levels of performance. - Working on what's possible, not what's predictable. - Expensive,
How to introduce case studies into a conversation.
How to introduce case studies into a conversation ... in just a minute ... without boring the pants off your prospect. 1/ Request permission to share your story. 2/ Explain the reason your previous client needed help. 3/ Add the result they achieved because of it. 4/ And the impact of that
Why people change.
People don't change (buy) because you give them the facts. They change (buy) because they feel some level of discomfort. Build a Burning Platform to reinforce the need to change. It's a Change Management technique that works in sales ... when used with integrity.
Ask a precise question ... then shut up.
Ask a precise question ... then shut up. Clients want to talk ... don't get in their way. STOP INTERRUPTING.
Words matter.
Words matter. Solution partners are not ‘vendors’. Customers aren’t ‘punters’.